Latest / Straight To Voicemail / B2B vs. B2C: Marketing to Humans First | Monica Stockbridge, Dutch Vet
Transcript
- (00:00) Adam Sockel: Adam Sockel. (00:10) Monica Stockbridge is a content marketing strategist with a great deal of experience in both the B2B and B2C SaaS space. She's a writer, she's an editor, and she's a guidebook author. But that middle thing that I mentioned about B2B and B2C is what interested me the most when we decided to talk with her. The reason being is that if you're not in the know, B2B and B2C might sound completely the same. What's it really matter if you're marketing to a business or if you're marketing to a consumer? The reality is it makes a world of difference. There's things to consider like budget and sales cycles and LTV and all of these things that dramatically change when you're thinking about a individual's money and experience and a massive company's. I mean, they couldn't possibly be more different, right? Well, maybe that's not so true. Monica shared what the difference is between a B2B and a B2C marketing strategy, especially on a tight budget, and when you have to think that maybe they're not so different. (01:20) Your call has been forwarded to an automatic voice message system. At the tone, please record your message. (01:27) Monica Stockbridge: Hey, Adam. Sorry I missed your call. Great question. How do you balance B2C and B2B marketing when you don't have a huge team or budget behind you? So I'll share something that I learned in the first inbound marketing agency I worked for, which I think still holds true today. Whether you're marketing to a consumer or marketing to a business, you're still marketing to people. There's always a human person on the receiving end of your content marketing strategy, whether it's B2B or B2C, and that doesn't change. The buying cycle might change, that is like a consumer might make a decision in five minutes while scrolling Instagram, while a B2B buyer might take five months looping in three stakeholders and needing a case study before they'll consider a call. So you should still make your content LLM readable too because we're living in the AI world, but with either approach, keep in mind there's always a human on the other end. (02:14) I think this is a distinguishing factor in content marketing today. Especially if you're operating with limited resources, knowing your personas or your ideal customer profile or ICP matters even more, not just who they are on paper, but what content formats speak to them. I like to recommend Melanie Diesel's book, The Content Fuel Framework, for ideas on how to generate content formats that will resonate with your particular audience. This way you can focus your efforts instead of trying to be everything for everybody. B2C audiences might live on short form video, for example, while a B2B audience might want a well-researched blog post or a recorded webinar they can send to their execs. When you find the right formats, you can focus your resources on creating content your audience will engage with. Another thought is don't forget to lean on your subject matter experts or SMEs. SME content like expert opinions and lived experience builds trust and authenticity. (03:05) Buyers are doing their research and they can tell the difference between generic content and something written by a real humid with expertise behind it. Plus, if you do your SME interviews really well, you can turn one conversation into a blog post, a handful of social clips, an email, et cetera. Underneath all of that, I think the goal is the same, write helpful human content. Aim for content that answers the question your audience is asking, whether that's a product description or a white paper. And then after that, you can see what performs and experiment from there. This way you'll know you're spending your resources on content formats that really matter. And when you do that, even a small team on a tight budget can earn results. Okay, talk to you later. Thanks. (03:50) Adam Sockel: Thank you for listening. Want your podcast to do more? Subscribe to our Big Little Wins newsletter because it's never just a podcast.